CPQ and the sales process

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CPQ, or Configure Price Quote, is a software solution designed to streamline the sales process for more complex and customisable products and services. By integrating CPQ with the sales process, companies can reduce the cost of sales and increase revenue.

Our mission is to help companies simplify and increase their sales with our CPQ solution. Since reducing the cost of sales is the primary job of our CPQ software, we develop this subject in greater detail in a series of articles. This is the second article in this series.

Let’s dive into the benefits of integrating CPQ with your sales process!

Streamlining the Sales Cycle

With CPQ, sales reps can quickly and easily configure products, generate quotes, and send proposals to customers. This significantly reduces the time it takes to close deals and increases the number of deals closed. CPQ also helps eliminate errors in the sales process by automating the configuration and pricing of products, ensuring quotes are accurate and consistent. This drastically improves customer satisfaction and reduces cancellations and complaints!

Enhancing Sales Performance

CPQ integration enhances sales performance. Sales reps gain access to real-time pricing and product information, enabling informed decisions and quicker deal closures. This approach consistently provides up-selling and cross-selling opportunities, increasing the average deal size. A centralized tool for product information and pricing ensures that all team members work with the same information, leading to improved communication and collaboration, and ultimately, better sales performance.

(…this also means that introducing a new product or service is a no-brainer. A configurator automatically shows you correct prices, possibilities and restrictions for the new product.)

CRM / ERP and CPQ Symbiosis

Integrating CPQ with CRM and ERP systems offers even greater benefits. Adding CPQ to a CRM system gives sales reps a complete view of the customer, and allows companies to tailor offerings specific to different sales channels. It can accommodate different pricing structures, product bundles, or discounts based on the needs and preferences of each channel without compromising consistency.

It also enhances customer satisfaction by providing a seamless experience from quote to order fulfillment.

Integrating CPQ with an ERP system ensures correct product pricing for all deal calculations and avoids manual order entry, automating the transfer of sales items and instructions to the engineering, production, and operations departments. By improving and automating communication between different departments, the cost of sales is significantly decreased by eliminating errors and saving time.

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In short:

• Streamlined Sales Cycle: By integrating CPQ with the sales process, companies can significantly reduce the time to close deals, eliminate errors, and improve customer satisfaction.
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• Enhanced Sales Performance: CPQ provides sales reps with real-time pricing and product information, leading to quicker deal closures, increased up-selling and cross-selling opportunities, and improved communication and collaboration within the team.
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• CRM/ERP and CPQ Symbiosis: Integrating CPQ with CRM and ERP systems offers comprehensive customer views, accurate pricing, and automated order processing, which improves departmental communication and significantly decreases the cost of sales by eliminating errors and saving time.

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